Topic

new products

A collection of 267 issues

Cold Investment Pitch

A current live project sees me helping an organisation that have big ambitions in the world of everything “organic”. They’ve already achieved a great deal, including setting up entire ‘value chains’ (as they call them) from the smallest of farmer to enormous retailers. A significant eight-figure sum is now

The Clever Offer Campaign

With a new product to pitch, I’m keen to know what issues are currently relevant to my chosen target market; sales teams. I deduced that one way of researching this, was to check out online job ads for new reps. My reasoning was that with a cheeky half-hour of

Re-Presentation 30 Times Over

I’m currently helping a ten-strong sales team sell more of a new product, guaranteeing decent run-rate business. Upon launch a few months ago, most of them didn’t manage to sell any to their distributors/resellers, so enthusiasm waned. I just spoke to one of their guys that finally

Ride The 'New Wave'

Recently I’ve come across a spate of sales teams whose leadership is exasperated by the lack of extra sales key new product launches have brought in. It’s a long-known problem, classically referred to as “sales substitution”. This has two strands, the one I’ll deal with here typically

Finding People That Will Buy 'New'

Came across the Global Entrepreneurial Monitor [http://www.gemconsortium.org/] through Newsnight [http://news.bbc.co.uk/1/hi/programmes/newsnight/default.stm], with a researcher pointing out why UK had some way to go in fostering dynamism in this sector. A couple of the stats made me think about

Easy 1 in 6ers

In the early 90s I read a fascinating book all about how technology products need to alter their selling mindset when trying to break into the mass-market, once enthusiastic first-adopters had already jumped on board. It’s by Geoffrey A Moore, called Crossing The Chasm. My attention was drawn to

SRIP It Up & Start Again

Met a fella earlier today in charge of releasing new products to a hopefully ravenous sales team. He’d enjoyed a career of 16 years mainly involved with getting new products out. One constant was not positive. Every time a new product was launched, it was either: * released to the